{"text_format":"3","workbook":"xlsx","n_sheets":5,"sheets":["Instructions","Questions","Assessment Charts","Recommendations","Factor Assessment"],"not_rendered":{"charts":3},"read":"whole","date_system":"1900"}

{"sheet":"Instructions","index":0,"n_rows":0,"n_cols":0,"rows_kept":0}

{"sheet":"Questions","index":1,"n_rows":81,"n_cols":7,"rows_kept":81}
["Index","Questions","Assessment","Rating",null,"Assessment","Rating"]
["N1","Your Product or Service is inexpensive or you have low margins  ","Neither  ",{"$f":"VLOOKUP(C2,$F$2:$G$6,2, FALSE)","v":3},null,"Strongly Agree",1]
["N2","Opportunities for repeat or add-on sales are limited","Neither  ",{"$f":"VLOOKUP(C3,$F$2:$G$6,2, FALSE)","v":3},null,"Agree",2]
["N3","Prospects and customers find it difficult to locate your business","Neither  ",3,null,"Neither  ",3]
["N4","Prospects and customers are unaware of your products, services, or business","Neither  ",3,null,"Disagree ",4]
["EF1","There are no social or professional organizations related to your business your Prospects or Customers belong to","Neither  ",3,null,"Strongly Disagree",5]
["EF2","There are industry, trade, or consumer publications (print or electronic) targeted to your market/customers ","Neither  ",3,null,null," "]
["EF3","Customers can not be identified through purchased lists","Neither  ",3]
["EF4","Events or trade shows do not targeted to your market/customers","Neither  ",3]
["EF5","There are no distribution market services your market","Neither  ",3]
["EF6","Customers do not know where to look for your organization","Strongly Disagree",5]
["SP1","The sale is based upon practical considerations rather than emotional considerations","Strongly Disagree",5]
["SP2","The product or service is not a high priority item","Strongly Disagree",5]
["SP3","The business does have the resources to support an intensive sales effort","Strongly Disagree",5]
["SP4","The product or service needs to be purchased only once","Strongly Agree",1]
["DV1","Sale support is required ","Agree",2]
["DV2","Products require customization","Neither  ",3]
["DV3","Sales cycle is very long ","Agree",2]
["DV4","There are many competitors in your market niche","Neither  ",3]
["DV5","There are limited opportunities for follow-up sales  ","Disagree ",4]
["RS1","The dollar value of each sale is small","Neither  ",3]
["RS2","Customer service costs are high","Strongly Agree",1]
["RS3","The purchase is a low-priority decision","Agree",2]
["RS4","Your business sales staff is small","Disagree ",4]
["OS1","Customers are buying and expected result instead of a defined product or service","Disagree ",4]
["OS2","Customer statisifaction depends upon the application","Strongly Agree",1]
["OS3","The Product or Service is new and customers are not familiar with its operation or process","Strongly Agree",1]
["OS4","Product or Service is customized to the customer's application","Disagree ",4]
["OS5","Product or Service interfaces with multiple other product or services","Strongly Agree",1]
["ITC1","Product or Service is sold through a distribution network","Strongly Agree",1]
["ITC2","Practicality is more influential on the Customer's buying decision than fun or emotion","Neither  ",3]
["ITC3","Customers aren't confident of the purchasing process","Strongly Agree",1]
["ITC4","Purchases can easily be delayed or postponed","Strongly Agree",1]
["ITC5","You have a limited number of contacts with any one customer","Strongly Disagree",5]
["CA1","Distribution channel is involved with the product or service","Strongly Agree",1]
["CA2","Competitors are established in the market","Strongly Disagree",5]
["CA3","Business has fewer resources than competitors","Strongly Disagree",5]
["CA4","Customers can quickly tell which product or service is best","Strongly Disagree",5]
["CA5","Buyers are willing to shop for the best product or service","Strongly Disagree",5]
["PV1","Customers consider product or service a discretionary purchase","Strongly Disagree",5]
["PV2","There are many other options to purchasing","Strongly Disagree",5]
["PV3","Products or Services are not well known or unproven","Strongly Disagree",5]
["PV4","Customers are cost-conscious or value -oriented","Strongly Disagree",5]
["EP1","Market is highly competitive","Strongly Agree",1]
["EP2","Customers may not elect to purchase product or service","Strongly Agree",1]
["EP3","The sale is to a customer that provides limited revenue opportunity ","Strongly Agree",1]
["EP4","People have a short buying process","Strongly Agree",1]
["SS1","Business has a complex or unknown product or service ","Strongly Disagree",5]
["SS2","Sales revenue generate from each customer are low","Strongly Disagree",5]
["SS3","Business's resources are low","Strongly Disagree",5]
["SS4","Customers and Prospects are widely dispersed ","Strongly Disagree",5]
["SS5","Purchase is not a high priority for the customer","Strongly Disagree",5]
["PA1","Customers are difficult to locate","Strongly Disagree",5," "]
["PA2","Unsure of when a customer will purchase","Strongly Agree",1]
["PA3","Low to moderate princing and average sale value","Disagree ",4]
["PA4","Need to establish a new brand, product or service against established compeitition ","Strongly Agree",1]
["PA5","Business has a new category of product or service","Disagree ",4]
["HM1","The margin and sales volume are not sufficent to cover operating costs and profit","Strongly Agree",1]
["US1","A purchase is rarely made","Strongly Agree",1]
["US2","Sales costs to purchase price is relatively high","Neither  ",3]
["US3","Future customer contact is unlikely","Strongly Agree",1]
["US4","Customer purchase is not a high priority item","Strongly Agree",1]
["PC1","There is turnover in customer contacts who use product or service","Neither  ",3]
["PC2","Product or Service interfaces with multiple other product or services","Strongly Agree",1]
["PC3","The market has many rapid changes","Strongly Agree",1]
["PC4","Customers don't have the knowledge to adjust for or correct small problems","Neither  ",3]
["PC5","Product or service replaces a well know product or service","Strongly Agree",{"$f":"VLOOKUP(C67,$F$2:$G$6,2, FALSE)","v":1}]
["ME1","Business Concept is untested","Strongly Agree",{"$f":"VLOOKUP(C68,$F$2:$G$6,2, FALSE)","v":1}]
["ME2","Product Lifecycle is short or compeitor's product lifecycle is shorter","Neither  ",{"$f":"VLOOKUP(C69,$F$2:$G$6,2, FALSE)","v":3}]
["ME3","Business has limited resources to draw upon","Strongly Agree",{"$f":"VLOOKUP(C70,$F$2:$G$6,2, FALSE)","v":1}]
["ME4","Business has a major competitor or highly competitive market","Strongly Agree",{"$f":"VLOOKUP(C71,$F$2:$G$6,2, FALSE)","v":1}]
["MSR1","Customers do not perceive any significant differences between products ","Strongly Agree",{"$f":"VLOOKUP(C72,$F$2:$G$6,2, FALSE)","v":1}]
["MSR2","Large established competitor already exists in market","Strongly Agree",1]
["MSR3","Alternative low-cost marketing methods (events, trade shows, associations and users groups) not viable","Strongly Agree",1]
["MSR4","Business unlikely to gain compeititive advantage through sales and/or distribution tactics","Strongly Agree",1]
["MSR5","Marketing and promotion costs are high","Strongly Agree",1]
["TL1","Customers are heat seekers (gadget and/or new technology lovers) ","Strongly Agree",1," "]
["TL2","Customers rely on cutting edge products for status","Strongly Agree",1]
["TL3","New technology significantly reduces costs or increases productivity","Strongly Agree",1]
["TL4","Current technology has well know deficiencies or limitations","Strongly Agree",1]
["TL5","Rapid product or service changes happen within the industry repeatedly","Strongly Agree",1]

{"sheet":"Assessment Charts","index":2,"n_rows":0,"n_cols":0,"rows_kept":0}

{"sheet":"Recommendations","index":3,"n_rows":30,"n_cols":7,"rows_kept":30}
["Recommendations",{"$nulls":5},"Compensation Strategies"]
[{"$f":"IF(Questions!D2<=3,G2, \"\")","v":"Improve reasons to purchase (Develop sense of urgency, better value proposition, etc.)"},{"$nulls":5},"Improve reasons to purchase (Develop sense of urgency, better value proposition, etc.)"]
[{"$f":"IF(Questions!D3<=3,G3, \"\")","v":"Develop a devoted distribution channel"},{"$nulls":5},"Develop a devoted distribution channel"]
[{"$f":"IF(Questions!D4<=3,G4, \"\")","v":"Ensure placement of product or service and/or promotional materials where customers are"},{"$nulls":5},"Ensure placement of product or service and/or promotional materials where customers are"]
[{"$f":"IF(Questions!D5<=3,G5, \"\")","v":"Become part of a network of business serving customer needs"},{"$nulls":5},"Become part of a network of business serving customer needs"]
[{"$f":"IF(Questions!D6<=3,G6, \"\")","v":"Consolidate several products and/or services into high dollar offering that will justify investment in finding a few customers "},{"$nulls":5},"Consolidate several products and/or services into high dollar offering that will justify investment in finding a few customers "]
[{"$f":"IF(Questions!D7<=3,G7, \"\")","v":"Find new customers through current customers and/or referrals"},{"$nulls":5},"Find new customers through current customers and/or referrals"]
[{"$f":"IF(Questions!D8<=3,G8, \"\")","v":"Create a cooperative marketing campaign with other businesses serving the same market or having similar problems finding customers in target market"},{"$nulls":5},"Create a cooperative marketing campaign with other businesses serving the same market or having similar problems finding customers in target market"]
[{"$f":"IF(Questions!D9<=3,G9, \"\")","v":"Offer classes, seminars and/or participate in trade shows to attract prospective customers"},{"$nulls":5},"Offer classes, seminars and/or participate in trade shows to attract prospective customers"]
[{"$f":"IF(Questions!D10<=3,G10, \"\")","v":0}]
[{"$f":"IF(Questions!D11<=3,G11, \"\")","v":""}]
[{"$f":"IF(Questions!D12<=3,G12, \"\")","v":""}]
[{"$f":"IF(Questions!D13<=3,G13, \"\")","v":""}]
[{"$f":"IF(Questions!D14<=3,G14, \"\")","v":""}]
[{"$f":"IF(Questions!D15<=3,G15, \"\")","v":0}]
[{"$f":"IF(Questions!D16<=3,G16, \"\")","v":0}]
[{"$f":"IF(Questions!D17<=3,G17, \"\")","v":0}]
[{"$f":"IF(Questions!D18<=3,G18, \"\")","v":0}]
[{"$f":"IF(Questions!D19<=3,G19, \"\")","v":0}]
[{"$f":"IF(Questions!D20<=3,G20, \"\")","v":""}]
[{"$f":"IF(Questions!D21<=3,G21, \"\")","v":0}]
[{"$f":"IF(Questions!D22<=3,G22, \"\")","v":0}]
[{"$f":"IF(Questions!D23<=3,G23, \"\")","v":0}]
[{"$f":"IF(Questions!D24<=3,G24, \"\")","v":""}]
[{"$f":"IF(Questions!D25<=3,G25, \"\")","v":""}]
[{"$f":"IF(Questions!D26<=3,G26, \"\")","v":0}]
[{"$f":"IF(Questions!D27<=3,G27, \"\")","v":0}]
[{"$f":"IF(Questions!D28<=3,G28, \"\")","v":""}]
[{"$f":"IF(Questions!D29<=3,G29, \"\")","v":0}]
[{"$f":"IF(Questions!D30<=3,G30, \"\")","v":0}]

{"sheet":"Factor Assessment","index":4,"n_rows":58,"n_cols":19,"rows_kept":58,"merged":[[0,5,0,6],[2,0,4,0],[2,6,4,6],[5,0,7,0],[5,6,7,6],[9,0,11,0],[9,6,11,6],[12,0,14,0],[12,6,14,6],[16,0,18,0],[16,6,18,6],[19,0,21,0],[19,6,21,6],[22,0,22,4]]}
[null,"Factor","Target","Rating","Compensating Tactics","SCORE",null,"Tactics",null,"Strongly Agree","Agree","Neither  ","Disagree ","Strongly Disagree",{"$nulls":3},"Score","Rating"]
["GREAT CUSTOMERS",{"$nulls":5},{"$f":"AVERAGE(F3:F8)","v":{"v":0.6277777777777777,"d":"63%"}},"Yes",null," ",{"$nulls":7},{"v":0,"d":"0%"},"Poor"]
["Customer Characteristics","Number","High",{"$f":"VLOOKUP(F3,$R$2:$S$6,2)","v":"Poor"},null,{"$f":"(SUM(Questions!D2:D5))/(COUNT(Questions!D2:D5)*5)","v":{"v":0.6,"d":"60%"}},{"$f":"AVERAGE(F3:F5)","v":{"v":0.6888888888888888,"d":"69%"}},"No",null,{"$f":"COUNTIF(Questions!$C$2:$C$5,Questions!$F$2)","v":0},{"$f":"COUNTIF(Questions!$C$2:$C$5,Questions!$F$3)","v":0},{"$f":"COUNTIF(Questions!$C$2:$C$5,Questions!$F$4)","v":4},{"$f":"COUNTIF(Questions!$C$2:$C$5,Questions!$F$5)","v":0},{"$f":"COUNTIF(Questions!$C$2:$C$5,Questions!$F$6)","v":0},{"$nulls":3},{"v":0.66,"d":"66%"},"Fair"]
[null,"Ease of Finding","Easy","Fair",null,{"$f":"(SUM(Questions!D6:D11))/(COUNT(Questions!D6:D11)*5)","v":{"v":0.6666666666666666,"d":"67%"}},{"$nulls":3},{"$f":"COUNTIF(Questions!$C$6:$C$11,Questions!$F$2)","v":0},{"$f":"COUNTIF(Questions!$C$6:$C$11,Questions!$F$3)","v":0},{"$f":"COUNTIF(Questions!$C$6:$C$11,Questions!$F$4)","v":5},{"$f":"COUNTIF(Questions!$C$6:$C$11,Questions!$F$5)","v":0},{"$f":"COUNTIF(Questions!$C$6:$C$11,Questions!$F$6)","v":1},{"$nulls":3},{"v":0.75,"d":"75%"},"Average"]
[null,"Spending Pattern","Prolific","Average",null,{"$f":"(SUM(Questions!D12:D15))/(COUNT(Questions!D12:D15)*5)","v":{"v":0.8,"d":"80%"}},{"$nulls":3},{"$f":"COUNTIF(Questions!$C$12:$C$15,Questions!$F$2)","v":1},{"$f":"COUNTIF(Questions!$C$12:$C$15,Questions!$F$3)","v":0},{"$f":"COUNTIF(Questions!$C$12:$C$15,Questions!$F$4)","v":0},{"$f":"COUNTIF(Questions!$C$12:$C$15,Questions!$F$5)","v":0},{"$f":"COUNTIF(Questions!$C$12:$C$15,Questions!$F$6)","v":3},{"$nulls":3},{"v":0.85,"d":"85%"},"Good"]
["Customer Value to Company","$ Value of Sale","High","Poor",null,{"$f":"(SUM(Questions!D16:D20))/(COUNT(Questions!D16:D20)*5)","v":{"v":0.56,"d":"56%"}},{"$f":"AVERAGE(F6:F8)","v":{"v":0.5666666666666667,"d":"57%"}},null,null,{"$f":"COUNTIF(Questions!$C$16:$C$20,Questions!$F$2)","v":0},{"$f":"COUNTIF(Questions!$C$16:$C$20,Questions!$F$3)","v":2},{"$f":"COUNTIF(Questions!$C$16:$C$20,Questions!$F$4)","v":2},{"$f":"COUNTIF(Questions!$C$16:$C$20,Questions!$F$5)","v":1},{"$f":"COUNTIF(Questions!$C$16:$C$20,Questions!$F$6)","v":0}," ",null,null,{"v":0.95,"d":"95%"},"Excellent"]
[null,"Repeat Sales","Many","Fair",null,{"$f":"(SUM(Questions!D20:D24))/(COUNT(Questions!D21:D24)*5)","v":{"v":0.7,"d":"70%"}},{"$nulls":3},{"$f":"COUNTIF(Questions!$C$21:$C$24,Questions!$F$2)","v":1},{"$f":"COUNTIF(Questions!$C$21:$C$24,Questions!$F$3)","v":1},{"$f":"COUNTIF(Questions!$C$21:$C$24,Questions!$F$4)","v":1},{"$f":"COUNTIF(Questions!$C$21:$C$24,Questions!$F$5)","v":1},{"$f":"COUNTIF(Questions!$C$21:$C$24,Questions!$F$6)","v":0}]
[null,"Ongoing Sales Support","Low","Poor",null,{"$f":"(SUM(Questions!D25:D29))/(COUNT(Questions!D25:D29)*5)","v":{"v":0.44,"d":"44%"}},{"$nulls":3},{"$f":"COUNTIF(Questions!$C$25:$C$29,Questions!$F$2)","v":3},{"$f":"COUNTIF(Questions!$C$25:$C$29,Questions!$F$3)","v":0},{"$f":"COUNTIF(Questions!$C$25:$C$29,Questions!$F$4)","v":0},{"$f":"COUNTIF(Questions!$C$25:$C$29,Questions!$F$5)","v":2},{"$f":"COUNTIF(Questions!$C$25:$C$29,Questions!$F$6)","v":0}]
["EASY SALES",{"$nulls":5},{"$f":"AVERAGE(F10:F15)","v":{"v":0.68,"d":"68%"}},null,null," "," "," "," "," "]
["Value to Customer","How Important are you to Customer","Important",{"$f":"VLOOKUP(F10,$R$2:$S$6,2)","v":"Poor"},null,{"$f":"(SUM(Questions!D30:D34))/(COUNT(Questions!D30:D34)*5)","v":{"v":0.44,"d":"44%"}},{"$f":"AVERAGE(F10:F12)","v":{"v":0.7600000000000001,"d":"76%"}},null,null,{"$f":"COUNTIF(Questions!$C$30:$C$34,Questions!$F$2)","v":3},{"$f":"COUNTIF(Questions!$C$30:$C$34,Questions!$F$3)","v":0},{"$f":"COUNTIF(Questions!$C$30:$C$34,Questions!$F$4)","v":1},{"$f":"COUNTIF(Questions!$C$30:$C$34,Questions!$F$5)","v":0},{"$f":"COUNTIF(Questions!$C$30:$C$34,Questions!$F$6)","v":1}]
[null,"Competitive Advantage","High",{"$f":"VLOOKUP(F11,$R$2:$S$6,2)","v":"Average"},null,{"$f":"(SUM(Questions!D35:D39))/(COUNT(Questions!D35:D39)*5)","v":{"v":0.84,"d":"84%"}},{"$nulls":3},{"$f":"COUNTIF(Questions!$C$35:$C$39,Questions!$F$2)","v":1},{"$f":"COUNTIF(Questions!$C$35:$C$39,Questions!$F$3)","v":0},{"$f":"COUNTIF(Questions!$C$35:$C$39,Questions!$F$4)","v":0},{"$f":"COUNTIF(Questions!$C$35:$C$39,Questions!$F$5)","v":0},{"$f":"COUNTIF(Questions!$C$35:$C$39,Questions!$F$6)","v":4}]
[null,"Price/Value Relationship","Low ","Excellent",null,{"$f":"(SUM(Questions!D40:D43))/(COUNT(Questions!D40:D43)*5)","v":{"v":1,"d":"100%"}},{"$nulls":3},{"$f":"COUNTIF(Questions!$C$40:$C$43,Questions!$F$2)","v":0},{"$f":"COUNTIF(Questions!$C$40:$C$43,Questions!$F$3)","v":0},{"$f":"COUNTIF(Questions!$C$40:$C$43,Questions!$F$4)","v":0},{"$f":"COUNTIF(Questions!$C$40:$C$43,Questions!$F$5)","v":0},{"$f":"COUNTIF(Questions!$C$40:$C$43,Questions!$F$6)","v":4}]
["Customer Acquisition Cost","Entry Points","Many","Poor",null,{"$f":"(SUM(Questions!D44:D47))/(COUNT(Questions!D44:D47)*5)","v":{"v":0.2,"d":"20%"}},{"$f":"AVERAGE(F13:F15)","v":{"v":0.6,"d":"60%"}},null,null,{"$f":"COUNTIF(Questions!$C$44:$C$47,Questions!$F$2)","v":4},{"$f":"COUNTIF(Questions!$C$44:$C$47,Questions!$F$3)","v":0},{"$f":"COUNTIF(Questions!$C$44:$C$47,Questions!$F$4)","v":0},{"$f":"COUNTIF(Questions!$C$44:$C$47,Questions!$F$5)","v":0},{"$f":"COUNTIF(Questions!$C$44:$C$47,Questions!$F$6)","v":0}," "]
[null,"Sales Support Required","Little","Excellent",null,{"$f":"(SUM(Questions!D48:D52))/(COUNT(Questions!D48:D52)*5)","v":{"v":1,"d":"100%"}},{"$nulls":3},{"$f":"COUNTIF(Questions!$C$48:$C$52,Questions!$F$2)","v":0},{"$f":"COUNTIF(Questions!$C$48:$C$52,Questions!$F$3)","v":0},{"$f":"COUNTIF(Questions!$C$48:$C$52,Questions!$F$4)","v":0},{"$f":"COUNTIF(Questions!$C$48:$C$52,Questions!$F$5)","v":0},{"$f":"COUNTIF(Questions!$C$48:$C$52,Questions!$F$6)","v":5}]
[null,"Promotional Activities","Low","Poor",null,{"$f":"(SUM(Questions!D53:D57))/(COUNT(Questions!D53:D57)*5)","v":{"v":0.6,"d":"60%"}},{"$nulls":3},{"$f":"COUNTIF(Questions!$C$53:$C$57,Questions!$F$2)","v":2},{"$f":"COUNTIF(Questions!$C$53:$C$57,Questions!$F$3)","v":0},{"$f":"COUNTIF(Questions!$C$53:$C$57,Questions!$F$4)","v":0},{"$f":"COUNTIF(Questions!$C$53:$C$57,Questions!$F$5)","v":2},{"$f":"COUNTIF(Questions!$C$53:$C$57,Questions!$F$6)","v":1}]
["LONG LIFE",{"$nulls":5},{"$f":"AVERAGE(F17:F22)","v":{"v":0.25999999999999995,"d":"26%"}},null,null," "]
["Profit per Sale","Margins","High","Poor",null,{"$f":"(SUM(Questions!D58:D58))/(COUNT(Questions!D58:D58)*5)","v":{"v":0.2,"d":"20%"}},{"$f":"AVERAGE(F17:F19)","v":{"v":0.2866666666666667,"d":"29%"}},null,null,{"$f":"COUNTIF(Questions!$C$58:$C$58,Questions!$F$2)","v":1},{"$f":"COUNTIF(Questions!$C$58:$C$58,Questions!$F$3)","v":0},{"$f":"COUNTIF(Questions!$C$58:$C$58,Questions!$F$4)","v":0},{"$f":"COUNTIF(Questions!$C$58:$C$58,Questions!$F$5)","v":0},{"$f":"COUNTIF(Questions!$C$58:$C$58,Questions!$F$6)","v":0}]
[null,"Up-Selling and Cross-Selling ","Much","Poor",null,{"$f":"(SUM(Questions!D59:D62))/(COUNT(Questions!D59:D62)*5)","v":{"v":0.3,"d":"30%"}},{"$nulls":3},{"$f":"COUNTIF(Questions!$C$59:$C$62,Questions!$F$2)","v":3},{"$f":"COUNTIF(Questions!$C$59:$C$62,Questions!$F$3)","v":0},{"$f":"COUNTIF(Questions!$C$59:$C$62,Questions!$F$4)","v":1},{"$f":"COUNTIF(Questions!$C$59:$C$62,Questions!$F$5)","v":0},{"$f":"COUNTIF(Questions!$C$59:$C$62,Questions!$F$6)","v":0}]
[null,"Ongoing Product Cost","Low","Poor",null,{"$f":"(SUM(Questions!D63:D67))/(COUNT(Questions!D63:D67)*5)","v":{"v":0.36,"d":"36%"}},{"$nulls":3},{"$f":"COUNTIF(Questions!$C$63:$C$67,Questions!$F$2)","v":3},{"$f":"COUNTIF(Questions!$C$63:$C$67,Questions!$F$3)","v":0},{"$f":"COUNTIF(Questions!$C$63:$C$67,Questions!$F$4)","v":2},{"$f":"COUNTIF(Questions!$C$63:$C$67,Questions!$F$5)","v":0},{"$f":"COUNTIF(Questions!$C$63:$C$67,Questions!$F$6)","v":0}]
["Investment Required","To Enter Business","Low","Poor",null,{"$f":"(SUM(Questions!D68:D71))/(COUNT(Questions!D68:D71)*5)","v":{"v":0.3,"d":"30%"}},{"$f":"AVERAGE(F20:F22)","v":{"v":0.2333333333333333,"d":"23%"}},null,null,{"$f":"COUNTIF(Questions!$C$68:$C$71,Questions!$F$2)","v":3},{"$f":"COUNTIF(Questions!$C$68:$C$71,Questions!$F$3)","v":0},{"$f":"COUNTIF(Questions!$C$68:$C$71,Questions!$F$4)","v":1},{"$f":"COUNTIF(Questions!$C$68:$C$71,Questions!$F$5)","v":0},{"$f":"COUNTIF(Questions!$C$68:$C$71,Questions!$F$6)","v":0}]
[null,"To Keep Market Share","Low","Poor",null,{"$f":"(SUM(Questions!D73:D76))/(COUNT(Questions!D73:D76)*5)","v":{"v":0.2,"d":"20%"}},{"$nulls":3},{"$f":"COUNTIF(Questions!$C$73:$C$76,Questions!$F$2)","v":4},{"$f":"COUNTIF(Questions!$C$73:$C$76,Questions!$F$3)","v":0},{"$f":"COUNTIF(Questions!$C$73:$C$76,Questions!$F$4)","v":0},{"$f":"COUNTIF(Questions!$C$73:$C$76,Questions!$F$5)","v":0},{"$f":"COUNTIF(Questions!$C$73:$C$76,Questions!$F$6)","v":0}]
[null,"To Stay on the Cutting Edge","Low","Poor",null,{"$f":"(SUM(Questions!D77:D81))/(COUNT(Questions!D77:D81)*5)","v":{"v":0.2,"d":"20%"}},{"$nulls":3},{"$f":"COUNTIF(Questions!$C$77:$C$81,Questions!$F$2)","v":5},{"$f":"COUNTIF(Questions!$C$77:$C$81,Questions!$F$3)","v":0},{"$f":"COUNTIF(Questions!$C$77:$C$81,Questions!$F$4)","v":0},{"$f":"COUNTIF(Questions!$C$77:$C$81,Questions!$F$5)","v":0},{"$f":"COUNTIF(Questions!$C$77:$C$81,Questions!$F$6)","v":0}]
["Business Model Effectiveness Score",{"$nulls":5},{"$f":"AVERAGE(G2,G9,G16)","v":{"v":0.5225925925925926,"d":"52%"}},null,null,{"$f":"COUNTIF(Questions!C2:C81,Questions!F2)","v":35},{"$f":"COUNTIF(Questions!C2:C81,Questions!F3)","v":3},{"$f":"COUNTIF(Questions!C2:C81,Questions!F4)","v":17},{"$f":"COUNTIF(Questions!C2:C81,Questions!F5)","v":6},{"$f":"COUNTIF(Questions!C2:C81,Questions!F6)","v":19}]
[]
[]
[]
[]
[]
[{"$f":"A2","v":"GREAT CUSTOMERS"},{"$f":"G2","v":{"v":0.6277777777777777,"d":"63%"}}]
[{"$f":"A9","v":"EASY SALES"},{"$f":"G9","v":{"v":0.68,"d":"68%"}}]
[{"$f":"A16","v":"LONG LIFE"},{"$f":"G16","v":{"v":0.25999999999999995,"d":"26%"}}]
[]
[]
[{"$f":"A3","v":"Customer Characteristics"},{"$f":"G3","v":{"v":0.6888888888888888,"d":"69%"}}]
[{"$f":"A6","v":"Customer Value to Company"},{"$f":"G6","v":{"v":0.5666666666666667,"d":"57%"}}]
[{"$f":"A10","v":"Value to Customer"},{"$f":"G10","v":{"v":0.7600000000000001,"d":"76%"}}]
[{"$f":"A13","v":"Customer Acquisition Cost"},{"$f":"G13","v":{"v":0.6,"d":"60%"}}]
[{"$f":"A17","v":"Profit per Sale"},{"$f":"G17","v":{"v":0.2866666666666667,"d":"29%"}}]
[{"$f":"A20","v":"Investment Required"},{"$f":"G20","v":{"v":0.2333333333333333,"d":"23%"}}]
[]
[{"$f":"B3","v":"Number"},{"$f":"F3","v":{"v":0.6,"d":"60%"}}]
["Ease of Finding",{"v":0.6666666666666666,"d":"67%"}]
["Spending Pattern",{"v":0.8,"d":"80%"}]
["$ Value of Sale",{"v":0.56,"d":"56%"}]
["Repeat Sales",{"v":0.7,"d":"70%"}]
["Ongoing Sales Support",{"v":0.44,"d":"44%"}]
[{"$f":"B10","v":"How Important are you to Customer"},{"$f":"F10","v":{"v":0.44,"d":"44%"}}]
["Competitive Advantage",{"v":0.84,"d":"84%"}]
["Price/Value Relationship",{"v":1,"d":"100%"}]
["Entry Points",{"v":0.2,"d":"20%"}]
["Sales Support Required",{"v":1,"d":"100%"}]
["Promotional Activities",{"v":0.6,"d":"60%"}]
[{"$f":"B17","v":"Margins"},{"$f":"F17","v":{"v":0.2,"d":"20%"}}]
["Up-Selling and Cross-Selling ",{"v":0.3,"d":"30%"}]
["Ongoing Product Cost",{"v":0.36,"d":"36%"}]
["To Enter Business",{"v":0.3,"d":"30%"}]
["To Keep Market Share",{"v":0.2,"d":"20%"}]
["To Stay on the Cutting Edge",{"v":0.2,"d":"20%"}]